OK25: How to Build a Profitable Outbound SDR Team: P&L Math, Headcount Decisions, and the 9-Month Payback Reality with Jay Glenn, Founder at Jay Glenn Agency
Thu Jan 29 2026
Grab the SDR P&L Calculator
Ask: Submit your questions here (anonymous)
Jay Glenn is the founder of Jay Glenn Agency, where he helps B2B companies build financially sustainable SDR programs. After witnessing mass SDR layoffs in 2022, Jay developed a suite of P&L calculators that have become essential tools for SDR leaders proving ROI to their executives.
We discuss:
- Why 2022 was the wake-up call for SDR financial accountability
- The SDR P&L Calculator — walkthrough of inputs, outputs, and the 7.91x return benchmark
- The $50K ACV threshold for sustainable SDR models (and why lower ACVs fail)
- Customer lifecycle as the most underrated profit lever for SDR teams
- When to hire SDRs vs. when to invest in product and full-cycle AEs
- The Headcount Gap Calculator for modeling scale decisions
- Why inbound and outbound need separate conversion rate assumptions
- How to present SDR financials to your board (with or without good news)
Referenced:
- Jay Glenn on LinkedIn: https://www.linkedin.com/in/jayglenn/
- Jay Glenn Agency: https://www.jayglenn.co/
- RepView (SDR compensation data): repvue.com
- Clay (market research): clay.com
- TitanX (phone deliverability): titanx.com
When you're ready
👨🍳 Want to work with me? Send me a DM
---
Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
🐦 Connect on X
Chapters:
(0:00) The Importance of Financial Metrics in Sales(0:52) Realizing the Need for Financial Focus in Sales(2:07) Efficiency and Market Size Considerations(4:30) Leveraging Tools for Market Understanding(5:34) Evaluating SDR Teams: Common Mistakes and Solutions(7:26) Building and Using Financial Spreadsheets(10:37) Analyzing Historical Data and Future Planning(19:55) Scaling and Headcount Considerations(27:49) Outbound Strategies and Metrics
More
Grab the SDR P&L Calculator Ask: Submit your questions here (anonymous) Jay Glenn is the founder of Jay Glenn Agency, where he helps B2B companies build financially sustainable SDR programs. After witnessing mass SDR layoffs in 2022, Jay developed a suite of P&L calculators that have become essential tools for SDR leaders proving ROI to their executives. We discuss: - Why 2022 was the wake-up call for SDR financial accountability - The SDR P&L Calculator — walkthrough of inputs, outputs, and the 7.91x return benchmark - The $50K ACV threshold for sustainable SDR models (and why lower ACVs fail) - Customer lifecycle as the most underrated profit lever for SDR teams - When to hire SDRs vs. when to invest in product and full-cycle AEs - The Headcount Gap Calculator for modeling scale decisions - Why inbound and outbound need separate conversion rate assumptions - How to present SDR financials to your board (with or without good news) Referenced: - Jay Glenn on LinkedIn: https://www.linkedin.com/in/jayglenn/ - Jay Glenn Agency: https://www.jayglenn.co/ - RepView (SDR compensation data): repvue.com - Clay (market research): clay.com - TitanX (phone deliverability): titanx.com When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me 📌 Connect on LinkedIn 📹 Subscribe on YouTube 🐦 Connect on X Chapters: (0:00) The Importance of Financial Metrics in Sales(0:52) Realizing the Need for Financial Focus in Sales(2:07) Efficiency and Market Size Considerations(4:30) Leveraging Tools for Market Understanding(5:34) Evaluating SDR Teams: Common Mistakes and Solutions(7:26) Building and Using Financial Spreadsheets(10:37) Analyzing Historical Data and Future Planning(19:55) Scaling and Headcount Considerations(27:49) Outbound Strategies and Metrics